• This topic has 5 replies, 4 voices, and was last updated 2 months ago by Eric Foster.
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  • #9516231
    Sales Process for Service business
    Frederik Caspersen
    Participant
    Nov 15, 2023

    Hey there, love your content Will. Truely the first stuff that I have seen providing a high level overview of how to approach sales systematically.

    I work in a recruiting agency selling external personal lease services. Most of the time I am confronted with the objection “I am currently not looking for someone. Call me in x month again.” I usually dont know if I should still ask for their time for a diagnosis call or justcall them in x month time. I usually cant convert these prospects because it always feel like I need to catch them at the right time to get the business. How can I ensure my prospects remember me, when they need my services and should i proceed with a diagnosis call regardless of the objection I receive?

     

    #9516234
    Will Barron
    Keymaster
    Nov 22, 2023
    Will Barron Nov 22, 2023

    Hey there, love your content Will. Truely the first stuff that I have seen providing a high level overview of how to approach sales systematically.

    Thanks :).

    I am confronted with the objection “I am currently not looking for someone. Call me in x month again.”

    Is it a small business who genuinely isn’t looking to hire? Or a large business who is always hiring who is just fobbing you off?

    I usually cant convert these prospects because it always feel like I need to catch them at the right time to get the business.

    Yep. Right person, right message, right timing.

    How can I ensure my prospects remember me

    Start by turning this “selfish” question on its head.

    Why should the buyer give a shit?

    You want the business. But what does the buyer want? Why would they want to spend 15 minutes with you each quarter?

    should i proceed with a diagnosis call regardless of the objection I receive?

    Deal with the objection first. This is covered on p.74 of the SalesCode book.

    Then you can see if they are qualified. If they are qualified then get the diagnosis call.

    There’s no point spending time with prospects who are never going to buy.

    #9516248
    Frederik Caspersen
    Participant
    Nov 27, 2023
    Frederik Caspersen Nov 27, 2023

    Hey Wil,

    Thanks for your reply.

    These are big institutions that I am dealing with and I am fairly sure that I talking with the right persona (project leaders needing freelancers to staff their projects).

    The buyer does want the external resources, but unfortunately our service is a commodity and pretty much any agency can provide the service.

    As for qualifying the prospect, i might not be as thorough as you outline in your booklet. What seems to always be a major reoccuring issue is the lack of urgency and until they finally need the support one is either lucky to get the timing right or is too late.

    Selfish as it might seem to want the sale, i am having a hard time stay present with prospects (email with industry updates, case studies, etc. -> providing value) and end up being pushy to schedule a follow-up call with reluctant prospects to ensure I am getting the timing right.

    Any ideas how to better approach this issue?

    Do I need more trust with prospects to get them to reach out to me?

    How do I provide more value to prospects to want to do business with me?

    Appreciate the work you do one here for all of us! Thanks once again!

     

     

     

    #9516255
    Will Barron
    Keymaster
    Nov 29, 2023
    Will Barron Nov 29, 2023

    What seems to always be a major reoccuring issue is the lack of urgency and until they finally need the support one is either lucky to get the timing right or is too late.

    P.199 in Selling Made Simple. You need to be aware of your markets trigger events and then be there in front of the prospect when they happen.

    Selfish as it might seem to want the sale, i am having a hard time stay present with prospects (email with industry updates, case studies, etc. -> providing value) and end up being pushy to schedule a follow-up call with reluctant prospects to ensure I am getting the timing right.

    It’s not selfish to want the sale. It’s just not very effective…

    You’re having an issue being pushy because you’re desperate to close. This usually means that you don’t have enough pipeline.

    When your pipeline is full, you can focus on working with the people who have the problem that you can solve, they want to speak with you and the whole process becomes seamless.

    Do I need more trust with prospects to get them to reach out to me?

    Trust in the fact that you can solve their problem. Not trust that you’re a good dude.

    How do I provide more value to prospects to want to do business with me?

    What problems do they have? How can you help them identify these problems earlier so that it’s not a mad panic to resolve them? How do you become their sole resource for this area?

    #9516349
    Patricia Boral
    Participant
    Dec 28, 2023
    Patricia Boral Dec 28, 2023

    You’re having an issue being pushy because you’re desperate to close. This usually means that you don’t have enough pipeline.

    #9516623
    Eric Foster
    Participant
    Feb 17, 2024
    Eric Foster Feb 17, 2024

    Do you have anyone you could use as a referral to get an appointment set?  I saw a podcast where Will talked about leveraging your referral in the subject line of the email….sounds legit to me.

     

    I’m listening to an audiobook titled “Buyer First” by Carole Mahoney.  I haven’t finished it yet, but she talks a lot about the psychology around listening to the customer…she recommends letting them do most of the talking (once you get the appointment).

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